Juniper brings solutions focus to partner program

Juniper brings solutions focus to partner program

Vendor has sights set on research and education, and federal government markets

Juniper Networks is looking to tailor its J-partner program to place a stronger emphasis on key market areas including research and education and federal government.

"What we are planning to do is take the best parts of our current channel structure, which won't change, and combine them with engaging specific partners into those verticals," A/NZ channel director, Sander Dales, said. "We are also looking at expanding our partner training beyond a single technology or product range to be far more solutions-based. We will look at how our technologies integrate with each other, so our partners have a stronger value proposition in terms of integration and services but also leveraging the portfolio as a whole."

Dales said he intended to introduce new certifications for partners catering towards the research and education and federal government. Juniper is also looking to assemble a team of staff to enhance its research and education focus. The vendor now has 272 partners, 37 of which have select and elite status.

"We will also investigate specific marketing initiatives, particularly in the research and education space, and at how to capture and align ourselves so we can better support partners servicing the federal government," Dales said.

Juniper experienced 56 per cent year-on-year growth in the enterprise space last year. All sales were done through the channel.

"We are very happy with the market and channel growth that we have experienced," Dales said. "What was more telling of the trajectory of that growth is that in Q4 we had 109 per cent growth compared to Q4, 2005."

Dales said some of the key technology areas for resellers were application and network acceleration as well as Unified Access Control (UAC).

Identity management and end-to-end secure access networks were some of the focal points for Juniper this year, he said.

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